Director, Sales - Americas

Date: 16 May 2024

Location: West Virginia (WV), US Virginia (VA), US Pennsylvania (PA), US Maryland (MD), US

Company: our team

Building the people that build the world.

With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world.  Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development.  We’re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world. 

 

As part of Detection and Measurement, Radiodetection is a global leader in the design and development of equipment and software used by utility companies to install, protect, and maintain underground infrastructure networks.  Through precision and magnetic locators and ground penetrating radar, we help prevent damage to infrastructure utilities and protect lives.

 

How you will make an Impact (Job Summary)

SPX is a diverse team of unique individuals who all make an impact. As the Director, Sales – Americas for Radiodetection, you will play a crucial role in achieving revenue and operating profit growth targets by providing effective leadership to a team of sales managers and representatives in the Americas.  You will be responsible for delivering sales within the Americas, strengthening our presence in key markets and working alongside the Global Sales Director, driving and implementing the strategy for the region.  The successful Director, Sales - Americas will have a passion for driving sales growth and exceptional leadership, strategic thinking, and communication skills.

 

What you can expect in this role (Job Responsibilities)

While each day brings new opportunities at SPX, your core responsibilities will be:

  1. Sales Leadership
    • Providing leadership and oversight to sales managers and external sales reps and providing accountability for achieving results.
    • Achieving sales results within varied distribution channels through the development and implementation of promotional programs, pricing policies, sales policies, support tools, etc. Relevant sales results include gross sales, profits, and management objectives.
    • Having a thorough understanding of the market and synthesizing market insights to develop meaningful long-term and short-term strategies for the regional sales organization. This includes having a systematic approach to gathering, maintaining, analyzing and communicating up to date information about competitive activities, market conditions, economic influences, target accounts, current accounts, customer profiles, agency profiles, market share, etc.
    • Seeking opportunities to expand product offerings to new markets and introduce products from other lines to established markets and channels to drive growth.  Partners with Marketing to determine appropriate strategy and initiatives and drive the execution of these.
    • Developing value selling tools that differentiate our company’s products and grow accounts.
    • Ensuring that field sales team is continuously providing Product Management and Marketing teams with essential market insights on competition, general market conditions, marketing pricing/promotions, distribution channel changes and any other item material to the business.
    • Conducting ongoing development of, management of and evaluation of the Channel Strategy in the Region to achieve growth and revenue objectives.
    • Managing local budgets.
    • Supporting compliance on all EHS, legal and statutory issues.
    • Champions the SPX Code of Conduct and ensure the sales team is run in an ethical, fair and consistent manner.   

 

  1. Customer and Sales Support
  • Building and maintaining strong relationships with representatives, dealers, customers, and key stakeholders within the territory
  • Monitoring sales activities, customer satisfaction, and service and parts performance to ensure goals are met
  • Collaborating with representatives, sales team, engineering, product management and production, to resolve customer issues and ensure high levels of customer satisfaction
  • Facilitating information flow between SPX, representatives, and customers
  • Developing and cultivating relationships with customers by regularly meeting with them, conducting presentations, and discussing existing and potential projects and opportunities
  • Actively pursuing key accounts
  • Meeting or exceeding booking/revenue goals for month, quarter and year end

 

  1. Analytics, Research, and Reporting
  • Analyzing sales data, customer feedback, and market trends to refine sales strategies and enhance sales efforts
  • Preparing and presenting regular reports on sales performance, market trends, and competitor activities to senior management
  • Managing and tracking territory pricing levels, discount levels, and gross margins
  • Performing yearly market assessments in designated territories
  • Developing accurate forecasts by understanding pipeline
  • Developing and managing departmental budgets, annual sales plans, sales incentive plans, and proactively communicating impacts to outlook and forecasts.
  • Monitoring and managing expenses within assigned territory to ensure optimal resource allocation
  • Leading and supporting creation of roadmaps that satisfies current demand and identifies future growth opportunities, with consideration to aligning product offerings, features, and specifications with customer demand while maximizing value during a product’s life cycle.

 

 

  1. Continuous Improvement: 
  • Continuously assess market landscape and adjust strategies accordingly to maximize profitability while aligning to business objectives and processes
  • Attend industry events, conferences, and trade shows to network, promote the company, and identify new business opportunities
  • Identify opportunities to optimize processes, enhance efficiency, and reduce costs
  • Participate in other projects as assigned that relate to the overall goals of the department and organization

 

 

What we are looking for (Experience, Knowledge, Skills, Abilities, Education)

We each bring something to the table, and we are looking for someone who has:

Required Experience

  • At least 7 years’ experience in a sales leadership role with associated success working in a fast-paced environment satisfying multiple customers.
  • Demonstrated ability to identify and execute strategic opportunities.
  • Strong management experience with the ability to manage effectively across different time zones and cultures.
  • Strong analytical skills – able to assist in identifying and providing solutions to complex operational and financial issues.  Able to create clear action plans.
  • Effective leader with proven ability to develop, coach, and mentor employees.
  • Effective change agent with proven ability to confidently identify, plan, prioritize and implement meaningful change.
  • Excellent written and verbal communication skills to effectively communicate with customers, senior leaders, peers, and members of the sales organization.
  • Proven strategist with the ability to identify new strategies, gain buy in, and lead to implementation.
  • Proven track record of meeting commitments with the highest standards of ethics and integrity.
  • Able to handle competing demands with a sense of urgency, drive and energy.
  • Exceptional negotiation and persuasive skills to close deals and secure new business opportunities
    Distributor sales experience

     

 

Preferred Experience, Knowledge, Skills, and Abilities

  • At least 10 years’ experience in a sales leadership role with associated success working in a fast-paced environment satisfying multiple customers.
  • Related industry experience.
  • Formal sales and marketing training.
  • Proficiency in Microsoft Office (Word, Excel, Access, PowerPoint, Outlook)
  • Proficiency in CRM /pipeline management tools
  • Willingness to travel at least 50% of time

 

Education & Certifications

  • Bachelor’s degree (BS) or equivalent with related experience.
  • Driver’s license and proof of insurance required 

Travel & Working Environment

  • Frequent travel to meet with customers, attend industry events, and visit company locations – at least 50% of time 

 

How we live our culture

Our culture is at the center of what we do and, more importantly, who we are.  Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other.  Whether you are an individual contributor or you lead a large team, each of us leads at SPX.  

 

What benefits do we offer?

We know that the well-being of our employees is integral. Our benefits include:

  • Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
  • Competitive health insurance plans and 401(k) match, with benefits starting day one
  • Competitive and performance-based compensation packages and bonus plans
  • Educational assistance, leadership development programs, and recognition programs  

 

Our commitment to embrace diversity to build a culture of inclusion at SPX

We value different backgrounds, experiences, and voices at SPX, and we are committed to challenging ourselves, openly communicating, and striving to improve every day.  We believe in creating an inclusive work environment where everyone has a voice and is encouraged to realize their fullest potential. 

 

SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.